Richard Grimes, MPA, C.P.T.

Course Overview

This course will teach participants some very simple, yet powerful, principals about negotiations that are applicable in any situation. Whether you are very confident and assertive or introverted and compliant, these techniques will help you prepare for and conduct negotiations more successfully than you ever have before.

You will also learn how to identify and counter some of the typical 'dirty tricks' that are used in many unethical negotiations. Although we do not guarantee that you will be satisfied with every future negotiation you attempt, we do promise that following our techniques will assure that you have no regrets about the outcomes.

This course includes a multiple choice quiz at the end, which is designed to enhance the understanding of the course materials.

Learning Objective

At the conclusion of this course, you will learn how to negotiate successful:

• Salary packages;
• Severance agreements;
• Relationships between departments;
• Work schedules with employees;
• Employee accommodations;
• Vendor relationships;
• Client relationships;
• Disciplinary actions;
• Misconduct allegations; and
• Disputes between workers.

You will also learn how to:

• Prepare for the upcoming negotiation;
• Negotiate more confidently;
• Preserve good will even if you cannot reach agreement;
• Deal effectively with emergency situations where you do not have preparation time;
• Ask questions that help you develop your strategy;
• Stay on track and not get distracted;
• Use outside standards to reduce the potential for conflict;
• Recognize and deal with "dirty tricks";
• Utilize a variety of ways to close a negotiation and get agreement;
• Differentiate between the value of "interests" and the danger of "positions"; and
• Define what a successful outcome looks like from your perspective and theirs.
  

Intended Audience

This course is designed for any within an organization who would negotiate with internal or external people, clients, vendors, or regulatory personnel. This may include engineers, project managers, HR professionals, purchasing agents, or department managers.

Benefit to Attendees

This course will help the intended audience develop a useful and very practical framework for preparing for and conducting negotiations. It provides tools and the "why" behind the tools to help participants develop confidence in themselves and their abilities to negotiate a satisfactory outcome.

Course Introduction

Many people feel that negotiations are a competition with each side trying to intimidate, fool, outwit, and coerce the other side into giving them that they want. The phrase "win-win" when describing desirable negotiation outcomes is deceiving because it comes from our culture of competition.

In reality, people who are more cooperative than competitive stand a very good chance of achieving satisfactory outcomes with their negotiations if they will practice the skills taught in this course.

When you can focus on your interests ("why" you want this) instead of your position ("what" you want), you will see that saying "we both are satisfied" more accurately describes the negotiation outcome than "win-win".

Course Content

You need to open or download the above documents to study this course.

TABLE OF CONTENTS

WHAT YOU WILL GAIN FROM THIS COURSE

"BE PREPARED!"

• Think about this… #1
  

DETERMINING VALUE

• Think about this… #2
  

POSITIONS VS. INTERESTS

NEGOTIATION #1
NEGOTIATION #2
NEGOTIATION #3
NEGOTIATION #4

THE SECRET OF "WIIFT*"

THE CONSCIOUS AND SUB-CONSCIOUS STRATEGY

A NON-CONFRONTATIONAL STRATEGY

PEOPLE AND PROBLEMS

• What Bugs You?
  

POSITIONS VS. INTERESTS

KINDS OF INTERESTS

• More about Kinds of Interests
  

EXTERNAL REFERENCES

YOUR PRE-NEGOTIATION SITUATION

PRE-NEGOTIATION WORKSHEET
PRACTICE ACTIVITY

THE POWER OF PAUSE

• Conceding With Style
• Love, Lust, and Losing
  

THE ART OF ASKING QUESTIONS

SOME NEGOTIATING STRATEGIES

STRATEGY #1 - KENNY ROGERS' ADVICE
STRATEGY #2 - STALLING FOR "HIGHER AUTHORITY"
STRATEGY #3 - GOOD COP - BAD COP
STRATEGY #4 - SPLIT THE DIFFERENCE
STRATEGY #5 - REALITY CHECK

CLOSING THE AGREEMENT

SOME CLOSING STRATEGIES

• Closing Strategy #1 - Linking One Final Concession
• Closing Strategy #2 - Assume the Deal and Offer Options
• Closing Strategy #3 - Remind them of the Features and Benefits
• Closing Strategy #4 - Welcome Resistance
• Closing Strategy #5 - Back to Square #1
  

DIRTY TRICKS

EMERGENCY TACTICS

SOME FINAL THOUGHTS

EXTRA NEGOTIATION PREPARATION WORKSHEET

Course Summary

There are some very simple, yet highly effective, tips, tools, and techniques which are easily transferable between negotiations of any scale.

This course will provide you with the knowledge and tools to prepare for a successful negotiation with a high degree of confidence regardless of the negotiation subject. Whether you are negotiating for something in a garage sale, selling your home, trying to land a job (or a promotion), or trying to create an effective relationship with a client or vendor, this course will give you the foundation necessary for success.

All you have to apply is the effort!

Quiz

Once you finish studying the above course content, you need to take a quiz to obtain the PDH credits.